Put Your Network to Work for Your Career

For many working women with busy schedules, the idea of finding time to network may be daunting, but you may have more opportunities to network than you think. Here are four simple tips to help you put your network to work:

1. Expand Your Horizons

Networks are everywhere. Your network isn’t limited to present and former colleagues. You can learn information, land introductions, build business, and gain in many other ways from networks that span contacts from your college alumni association, fellow volunteers at a local organization, your children’s soccer coaches, or the parents you meet through your child’s parent-teacher association, to name a few.

What the research shows. Networking expert Dr. Brian Uzzi found that working side by side others in non-work settings where outcomes are interdependent (such as a sporting event, a gym class, or a fundraiser) can be a great source of strong relationships. You don’t need to wait for an opening in a professional setting to develop your network: you can build relationships on the playground, in the bleachers, or at the gym.

Building networks through volunteer opportunities. After the attacks of 9/11, a New York client of mine volunteered on a committee dedicated to helping victims and victims’ families. He believed in the cause and was inspired to spend nights and weekends beyond his demanding job to help.

But a funny thing happened along the way: he built relationships with prominent business leaders. Their common cause led them to see him in action and appreciate his dedication, attention to detail, compassion, and perseverance. By the time the committee’s mission was accomplished, he was able to make calls to power players across Manhattan when his job was eliminated. His newly broadened network was instrumental in landing his next job.

2. Overcome the “Ick” Factor

Some professional women shy away from networking because they find it inherently “icky” to use relationships for personal gain. The research on networking shows that this kind of transactional, one-sided use of others does not make for a strong network.

What the research shows. An aversion to networking cheats women out of one of the most powerful sources of information, assistance, and support. As Dr. Uzzi states, with more public information available than ever before (through online and social media sources, for example), the importance of private information gained from your network becomes all the more important. In today’s job market, as one example, employers are increasingly focused on candidates who come through trusted sources.

Recognizing the importance of your network. Developing strong ties doesn’t mean treating others as a means to your personal ends, or being a loathsome professional glad-hander. Instead, a strong network is built by close ties that involve collaboration, thinking of others and what they want, and helping everyone benefit or win. Recognizing the importance of your network and looking for ways to build it consistent with your own values and style is critical.

…with more public information available than ever before (through online and social media sources, for example), the importance of private information gained from your network becomes all the more important.

3. Reciprocate

Too often people think networking is about what you can get from others. But many women know instinctively that relationships are reciprocal and business relationships are no different. One of the easiest and most effective ways to develop a meaningful, two-sided networking relationship is through reciprocity.

What the research shows. You can build your network just like any relationship: learn about the other person, including their needs and priorities; put yourself in their shoes; and look for ways to help them without looking for what’s in it for you. Want to build trust? Be trustworthy first. Want help? Help others first. Introduce people to people who can help each other. Provide information that could ease someone’s efforts or stress. Pitch in to help someone who is overwhelmed. Lend a sympathetic ear to someone who needs to be heard.

Building a two-way relationship. It reminds me of advice I got on the first job I ever had that involved selling services. I was caught up in the business of doing sales, and was feeling confused and paralyzed. My boss said to me, “Good sales is just good conversation.” This stunned me with the realization that sales is like other things I had done before and well. Building a two-way relationship with someone in your professional network is fundamentally like building any other relationship. You’ve done this many times before. Do it again.

4. Take Action

Taking action means being intentional about networking instead of merely opportunistic. Building your network is too important a goal to leave it to chance. Why not set a modest goal of one intentional activity to promote another woman’s career each month? This will establish the habit of network-building, create a network of alliances and strong ties that you can in turn rely on when you need help someday, and develop the art of promotion—of other women and eventually of yourself.

What the research shows. A 2010 Harvard Business Review report authored by Sylvia Hewlett and her colleagues demonstrates that sponsors, not mentors, are crucial to women’s advancement. Sponsors are those who do more than give advice—they are willing to risk their political capital to help another woman in her career. In other words, actions mean more than words.

Taking action. Corinne is an executive at a media corporation. She exemplifies an outstanding sponsor: she looks for ways to showcase other women’s abilities, invites them to speak at executive meetings instead of hogging the spotlight for herself, refers reporters who call her for quotes or as the subject of stories to mid-level women managers, takes junior women along on sales calls, makes a point of introducing them to people in her network, and most importantly, she goes to bat for her protégés, helping them gain valuable jobs, internships, and assignments.

Remember, networking opportunities are everywhere—being aware of the network that’s already around you is half the battle. Be prepared to take action and put your network to work for you!